|
What
is an objection?
An objection is
nothing more than a question in disguise. It's simply a request for more
specific information. Instead of being taken aback, welcome an objection
as an opportunity to provide your prospect with the information they need
to make educated decision.
What
an objection is not.
An objection is
not a "No". It is not an end to your presentation. It's a way for your
prospect to tell you, "Right now, you haven't given me the information
I need to move forward with my decision."
Why
do we fear objections so much?
When we first approach
people with our opportunity, we are filled with raw enthusiasm. We want
everyone to see the amazing potential of our offering. At the same time,
we're concerned that our prospect may "object" in some way, thereby rejecting
our offer. It's impossible to know when to expect an objection and the
more unprepared we are for objections the more we fear them. The antidote
to this fear is knowledge.
How
do I effectively answer objections?
–
I'm glad you asked!
Millionaires
in Motion has developed a Six-Step Process
that will guide you through answering any and all objections that may come
your way. We created the acronym L.I.S.T.E.N.
to enable you to easily remember each step. Each letter represents a particular
step. When you are faced with an objection, mentally go through the acronym
to remind yourself of the proper steps.
Are you ready
to learn the process?
Good. Let's
start.
MIM
| CATALOG | WORKSHOPS
| TRAINING ZONE | INDUSTRY
| EMAIL
|